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Vice President of Sales and Marketing

Company: Inn Keeper Hospitality Services
Location: Saint Louis
Posted on: January 25, 2023

Job Description:


Job Details
Level: Senior
Job Location: Innkeeper Hospitality Services (IHS) - Saint Louis, MO
Position Type: Full Time
Education Level: 4 Year Degree
Salary Range: $100,000.00 Salary/year
Travel Percentage: Up to 50%
Job Category: Sales

Regional Sales & Marketing DirectorJOB SUMMARY
The Vice President (VP) of Sales leads the sales strategy for all properties. This leader will align all corporate and leisure direct sales channels and strategies with the broader integrated sales plan This role is a key member of the Innkeeper Hospitality Services leadership team; they are responsible for driving top line revenue and ensuring the broader IHS properties are executing on the corporate and leisure strategy. This role leads corporate & leisure industry and customer advocacy. This position closely partners with the related Marriott Brand teams to ensure the execution of the overall brand strategy. In addition, this role serves as a corporate & leisure resource and partner with all property teams and various other disciplines within Marriott and IHS. This position reports to the CEO. Travel 25% - 50%.
CANDIDATE PROFILE
Education and Experience Required


  • 10+ years of relevant professional experience in corporate and leisure sales with the most recent experience in corporate sales, demonstrating progressive career growth and a pattern of exceptional performance.
  • Previous experience as a member of a senior executive / regional team and assignments in both line and staff sales roles.
  • Experience leading and managing large-scale, initiatives and managing associated change.
  • Proven track record of leading a large corporate and leisure sales organization.
  • Demonstrated ability to translate brand strategies and positioning into actionable sales activities that compel corporate & leisure buyers driving purchase behaviors.
  • Past experience leading B2B marketing approaches in the luxury category.
  • Lodging industry experience in the luxury/premium segment.

    Education and Experience Preferred:

    • Marriott experience a must
    • 4-year degree from an accredited college or university
    • Graduate degree, e.g., MBA or related degree
    • Exposure to operations and work experience globally

      CORE WORK ACTIVITIES

      • Provides leadership to the corporate & leisure segments by ensuring that priorities are aligned with the brand and discipline goals.
      • Protects and strengthens the portfolio competitive advantage within the luxury/premium segment by advocating for customer needs and preferences and supporting sound business decision-making for the hotels.
      • Represents the sales team in owner and property meetings, providing insight on strategy and performance.
      • Supports goal setting processes, accountable for the validity of incentives, deployment, and management of allocated marketing funds in collaboration with Finance and Consumer Operation leaders within defined segment.
      • Provides guidance and coaching to their team to support continued leadership development; provide appropriate counsel for addressing difficult customer, brand, business, and/or employee situations within defined segment.
      • Builds and maintains relationships with Directors of Sales, Vice Presidents, General Managers, and other internal stakeholders to ensure their needs are understood and appropriate sales strategies are in place.
      • Builds effective relationships with all internal and external stakeholders. Provides decision-making approach that balances the needs of the various stakeholder groups and promotes the long-term viability of IHS's portfolio of luxury/premium brands and all other brands for the leisure segment.
      • Leverages a governance framework and analytic/reporting mechanisms available to effectively manage and track business performance.
      • Champions excellence in business ethics and integrity, social responsibility, cross-cultural effectiveness, and employee engagement.
      • Serves as a chief B2B customer advocate. Coordinates premium & leisure customer event strategy for the luxury/premium segments in all revenue streams (leisure, business travel, meetings and events, etc.).
      • Provides oversight to the input and execution of corporate & leisure initiatives. Establishes strong partnerships between field and corporate by maintaining a productive dialogue and exchange of ideas.
      • Provides subject matter expertise on the corporate & leisure segments to define strategic direction and champions change efforts.
      • Leverages methodologies, technical expertise, and business knowledge across the corporate & leisure segment.
      • Collaborates with cross-discipline resources (market, corporate) to ensure pull-through and sustainment of the corporate & leisure segment strategies and selling solutions. Emphasis on Distribution alignment to drive strategy of these key areas.
      • Provides oversight and direction in data interpretation and analyses relevant to driving growth in the corporate & leisure segments including trends.
      • Participates and provides strategic insight into negotiations relevant to the corporate & leisure segments.
      • Achieves and exceeds all goals including performance, budget, team goals, etc. within defined segment.
      • Represents IHS at customer events, trade shows, customer advisory boards and forums, and industry promotions related to the corporate & leisure segments to continue building strong executive- level relationships.
      • Partners with Directors of Sales to manage and oversee senior level relationships with Marriott International's largest global luxury & leisure segments, geographically located around the world, to optimize account penetration and share.
      • Develops innovative cross-functional solutions to win in the corporate & leisure space.

        Managing Revenue Goals

        • Supports leaders in executing sales activities to maximize performance. Ensures corporate & leisure sales teams are leveraged to drive improvement year over year.
        • Ensures segment strategies are in alignment with strategic priorities and goals. Oversees efforts to implement corporate & leisure segment strategies and promote accountability to achieve desired business results.
        • Manages budget to ensure funds are being used to address strategic priorities, including effective management of wage and benefit costs. Ensures funds are being used to support key company priorities.
        • Monitors and reviews reports and financial statements to determine performance against budget and forecast.

          Ensuring and Providing Exceptional Customer Service

          • Develops concentrated expertise in customer needs and opportunities. Monitors current and anticipates future customer needs, goals, and attitudes (including competitor activity) to guide targeted product and service solution development. Clearly understands the competitive landscape and sets strategy to capitalize on strengths and counter competitive threats.
          • Translates customer and account needs into a range of support products and services that maximize returns; is accountable for liaising with cross-discipline groups to develop segment sales and service propositions and segment offerings that are both off-the-shelf and customized.
          • Delivers superior level of customer service throughout the customer experience and encourages the same from other employees.
          • Acquires, tracks, and reviews customer feedback and ensures business strategies address and incorporate the feedback to continually improve customer satisfaction results within the corporate & leisure segments.

            MANAGEMENT COMPETENCIES
            Customer Relationships

            • Coaches' others on creating innovative service strategies to maximize business results.
            • Maintains strong working relationships with company, region, brand, and industry contacts, as well as with highvalue customers/stakeholders.
            • Models and holds others accountable for representing the company in key community forums.
            • Manages relationships by balancing the interests of the company, regions, brand, and ownership.
            • Resolves escalated customer/stakeholder issues.

              Global Mindset

              • Coaches' direct reports and holds them accountable for ensuring that an environment where everyone is valued and included is integrated into all business processes.
              • Champions and holds direct reports accountable for promoting the company culture of service, opportunity, respect, and fair treatment.
              • Ensures processes are in place to address any fairness issues.
              • Holds direct reports accountable for attracting, developing, and retaining diverse executive talent.
              • Builds strategies and diverse partnerships across the company, brand, and discipline to drive innovation and engagement.

                Strategic Partnerships

                • Builds and uses strategic partnerships to achieve goals.
                • Coaches and holds others accountable for building strong working relationships.
                • Coaches and holds others accountable for developing an open, trusting, and supportive work environment.
                • Facilitates cooperation among the regions, corporate, and discipline leadership.

                  Generating Talent and Organizational Capability
                  Developing Others

                  • Models and holds direct reports accountable for developing others.
                  • Contributes to the development of potential future senior leaders.
                  • Systematically leads talent reviews and ensures succession plans are in place for key leadership positions.
                  • Makes effective executive hiring decisions at the most senior levels of the organization.
                  • Facilitates successful onboarding of new executive hires.

                    Organizational Capability

                    • Ensures organizational structures, systems, and processes support business performance and innovation.
                    • Builds a highperforming senior team with clear leadership accountabilities.
                    • Holds leaders accountable for building teams with the appropriate mix of talent and skills to drive innovation and performance.
                    • Models and holds direct reports accountable for using meetings and other forums to regularly communicate.

                      Leadership
                      Communication and Professional Demeanor

                      • Effectively and articulately communicates strategies, goals, and business priorities to key stakeholders.
                      • Communicates with key stakeholders in a clear, concise, and timely manner.
                      • Presents information to others in a convincing and engaging way.
                      • Actively listens to and manages opposing viewpoints to build consensus and support for a solution, point of view, or course of action.
                      • Effectively represents the company, brand, and discipline to media and other public audiences.

                        Leading Through Vision and Values

                        • Models, coaches, and holds others accountable for leading ethically and with a high degree of integrity.
                        • Promotes the Company's vision and values and holds others accountable for incorporating these into strategies and programs.

                          Problem Solving and Decision Making

                          • Models and holds others accountable for contributing datadriven suggestions, identifying strategic opportunities, and playing an active role in problem solving.
                          • Evaluates how alternatives may impact company outcomes, customers, and stakeholders.
                          • Determines when to involve key stakeholders to gain alignment before making decisions impacting the company, brand, regions, or discipline.
                          • Makes key decisions, develops strategies, and advises others on implementing solutions in a reasonable amount of time.

                            Strategy Development

                            • Sets company, brand, and regional strategies, and holds others accountable for applying these to discipline and program strategies initiatives.
                            • Uses data to thoroughly evaluate opportunities and coaches' others on focusing on those with the strongest business impact.
                            • Develops global strategies that maximize competitive advantage, customer/stakeholder satisfaction, and profitability.
                            • Communicates strategies and business cases to influence senior stakeholders and manage their expectations.

                              Learning and Applying Professional Expertise
                              Business Acumen

                              • Uses economic, financial, industry, and customer data to identify strategic business opportunities.
                              • Defines company, brand, discipline, and program standards and uses key business metrics to evaluate performance.
                              • Ensures company, brand, and discipline operations deliver financial results in line with budget expectations.
                              • Prioritizes expenditure needs to ensure the most impactful investments are made.
                              • Ensures that company resources are used effectively.

                                Continuous Learning

                                • Sponsors a learning strategy for the company, brand, discipline, and team and ensures implementation.
                                • Holds others accountable for creating a positive learning environment for their teams.
                                • Models and holds others accountable for evaluating own and others' strengths and developmental needs.
                                • Ensures processes are in place to facilitate stretch assignments and professional development.

                                  Strategy Knowledge

                                  • Shows and coaches others to develop a strong understanding of the operating principles, resource needs, terminology, and interdependence of all relevant business functions to inform company strategy and enterprisewide platforms.
                                  • Ensures compliance with contractual, legal, and regulatory requirements.

                                    Managing Execution

                                    • Building a Successful Team
                                    • Sets the vision for the company, brand, and discipline and makes sure direct reports collaborate to achieve that vision.
                                    • Creates highperforming teams that maximize results for the company.
                                    • Holds others accountable for coaching team members on how shared goals support company, brand, and discipline success.
                                    • Reconciles competing expectations and priorities among regions, brand, and discipline teams.
                                    • Recognizes achievements that support the company, regions, brand, and discipline.

                                      Driving for Results

                                      • Creates an environment that encourages excellence, innovation, and strong business performance.
                                      • Partners with Continent, brand, and discipline leaders to develop strategies that align with company directives, account for industry and market trends, and promote business success.
                                      • Establishes performance standards and monitor's progress.
                                      • Leads brand, discipline, and/or programlevel financial critiques and audits to ensure compliance with business goals and operating budgets.

                                        Strategy Execution

                                        • Leads brand, discipline and programlevel strategic planning, budgeting, and goal setting.
                                        • Determines strategic business requirements and coordinates with internal and external partners to secure resources needed to complete the work.
                                        • Works toward achieving longrange business objectives, taking into account available resources and constraints.

                                          This position offers health care benefits, dental, vision 401(k) plan, paid time off life insurance, disability coverage, other life and work wellness benefits and may include incentive compensation. Benefits and incentive compensation may be subject to generally applicable eligibility, waiting period, contribution, and other requirements and conditions. The salary for this position begins at $100,000 annually.
                                          Innkeeper Hospitality Services LLC is an equal opportunity employer.We believe in hiring a diverse workforce and sustaining an inclusive, people-first culture.We are committed to non-discrimination onanyprotectedbasis, such as disability and veteran status, or any other basis covered under applicable law.





                                          Innkeeper Hospitality Services LLC is a small majority owned business. with more opportunities for associates to grow and succeed. We believe a great career is a journey of discovery and exploration. So, we ask, where will your journey take you?




                                          Qualifications

Keywords: Inn Keeper Hospitality Services, St. Louis , Vice President of Sales and Marketing, Executive , Saint Louis, Missouri

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